I'd become exactly the sort of secretary _you_ want.
For instance, how do you prefer to have your mail brought to you--just
as it is opened, or with previous correspondence and notations
attached?"
Such an alternative question, _answered either way_, leads the prospect
through the stage of favorable decision and implies his committal to
acceptance of the services offered. It can be followed by the direct
proposal, "All, right, I'll bring your mail that way." _Such a close is
practically sure to succeed_.
[Sidenote: Using the Negative Positively]
A man who was not at all prepossessing applied to me one day for a job.
He conducted the sale of himself very skillfully, but I meant to put him
off. It was our dull season, and his looks didn't make a hit with me
anyway. However, he realized there was a good deal on the negative side
of the scale, and he weighed his disqualifications honestly; though he
depreciated the importance of his unprepossessing appearance. Then, in
contrast to the negative side, he showed me very weighty and attractive
reasons for employing him.
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